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The Situation You are a Sales Performance Improvement consultant and you have been working with the following three companies as your clients. To help them improve their sales performance, you are conducting sales performance FACTs analyses. The Issues Company A is a manufacturer that recently launched a new product through company sales force. After three months, however, the sales force only achieved 60% of the new product sales volume quota. A latest survey showed that less than 30% of its target customers had ever heard of this product. The survey also showed that 90% of the customers who tried the product were willing to repurchase. The company's Training Department tested its sales force and found that 98% of salespeople successfully passed the new product knowledge test. The Questions 1. Please conduct a Sales Performance FACTs analysis for each of the three companies. 2. For each company, please identify its major sales performance gap and then set an appropriate SPI objective. WOTRDOOR Sales Organization: SPI Analysis Conducted for SPI Analysis Conducted by: SPI Analysis Date: Performance Assessment Step 1. To Assess Performance FACTS Financial Performance: Activity Performance Customer Performance Talent Performance Strategy and Sales Goals Step 2. To Set SPI Objective(s) Focal Performance Gap (3) SPI Objective(s)